OPTUMHEALTH
XYZ Company Your Name Here FINANCIAL SERVICES Date
Strategy Overview
• Current Situation
• Position Requirements
• Strategic Approach
• Tactical Execution
• 30-60-90 Day Plan
• Your Name
Current Situation: XYZ Company is a complete ________________ services company dedicated to the needs of the consumer, employers, health plans and health care professionals.
• Target Customers include
* Regional/National Broker Community
* Regional/National Consultant Community
• 2008 YE revenue $260M
• Product & Services: COBRA Administration: Compliance, enrollment notification, premium collection, call center.
Retiree Administration: Eligibility tracking, billing.
HSA, FSA, MSA Administration
• 33 million individual customers
• 8 Regional Sales Representatives covering mid west, So. Cal., Phoenix & Texas. (Two of these representatives came from ARC)
Position Requirements:
• Performance evaluation, ownership and accountability.
• Successfully research, plan, staff and launch new territories/regions and manage current regions.
• Achieve 2009 revenue objectives.
• Establish forecast and variance reporting system.
• Improve sales team’s skill, performance and efficiency.
• Monitor the metrics and manage the gaps to desired outcomes.
• Establish strong field leader (National Sales Director)
Strategic Approach:
• Segment prospect and customer base, highest value and greatest return.
❖ Confirm product mix, identify market potential, confirm channels.
❖ Determine, evaluate and address high touch and low touch obstacles.
• Identify and drive clear goals and metrics.
• Confirm strategy with key stakeholders.
• Align hiring and training with Value Proposition.
• Align compensation to goals and value Proposition.
• Align with Sales and Account management.
• Build organization to fully exploit market potential.
• Build and implement process driven sales system and robust internal communication methodology.
Tactical Execution:
• Communicate plan, goals and purpose.
• Introduce Sales culture, structure, process and methods.
❖ Weekly Sales forecasting.
❖ Daily tracking and communications of activity/sales results.
❖ Interval tracking and communication of metrics.
❖ Weekly training for objections, skills, product knowledge and process.
❖ Ongoing one on one training on process.
❖ evaluation.
• Checkpoint/Performance meetings with Regional Sales reps.
• Recognition for sales, support and other internal company stakeholders.
• Adjust tactics and execution as necessary to meet goals.
• Deal swiftly with non-performers.
• Maintain pipeline of prospective sales candidates.
30-60-90 Day Plan:
• Indoctrination
❖ Senior leadership meeting- relationships, their expectations and needs.
❖ Peers and support organization role discovery and relationship establishment.
❖ Product, market data and customer segment review.
❖ New hire training curriculum review/creation.
❖ Compensation and recognition plan review/creation.
❖ Goal review/establishment.
❖ Ongoing Sales Process training and refinement.
• Field Visits (to new potential regions as well)
❖ Define field sales expectations and needs
❖ Target segment customer visits (Top 10) - renewed, increased and cancelled.
❖ Target segment prospect calls (Top 5) why we did not sign them.
❖ Research and initiate new territory development.
❖ Ongoing coaching
❖ Ongoing Sales Process coaching.
• Strategic approach refinement
• Construct and obtain approval for business and staffing plans.
• Executive briefing and discussion.
• Initiate tactical plan.
Your Name: (Here is where you list your skills that meet above.)
• Accountable for actions and results.
• Sales Process oriented metric and trend driven decision maker.
• Decisive and action oriented.
• Experienced multi-market Sales Leader.
❖ Strong Sales leadership experience with P&L management skills
❖ Built, trained and led several successful organizations.
❖ Broad career history with both production and management responsibility.
❖ Extensive knowledge of Sales Process which includes the establishment of a Decision Process Management system still in place in several large organizations.
• Subordinate, peer, support and supervisor loyalty (Team Player).
• Extraordinary work ethic and desire to succeed.
• Strong moral compass.
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